Business Development Manager - MidWest

Herff Jones • Indianapolis, IN

4h

About The Position

Your Opportunity: The Business Development Representative (BDR) is a highly motivated, results-driven professional responsible for driving new business growth through proactive prospecting, lead generation, and conversion. In this role, you will identify, engage, and acquire new customers, contributing directly to the company’s overall revenue goals. The BDR plays a critical role in expanding market presence, building relationships with decision-makers, and positioning Herff Jones as the partner of choice in the student recognition market. Key Objectives / Deliverables Drive New Business Acquisition Develop and execute a strategic prospecting plan targeting high-value schools, districts, and organizations. Identify and qualify leads through research, outreach, and networking to create a robust new business pipeline. Deliver consistent results against monthly, quarterly, and annual sales goals for new account acquisition. Collaborate with Sales Partners to transition qualified leads into long-term partnerships. Maintain a strong understanding of Herff Jones products, services, and competitive differentiators to communicate value effectively. Lead Generation & Pipeline Development Use CRM tools (Salesforce) to track leads, manage opportunities, and ensure accurate forecasting. Build and nurture relationships with key decision-makers through email campaigns, phone outreach, social media engagement, and event participation. Execute targeted campaigns and follow-up strategies to convert marketing-generated leads into active opportunities. Partner with internal marketing and product teams to provide feedback on lead quality, market trends, and customer needs. Customer Engagement & Value Creation Conduct discovery meetings to understand customer goals, challenges, and decision-making processes. Present tailored solutions that demonstrate the value and ROI of partnering with Herff Jones. Manage the full sales cycle for new customers—from initial contact through contract signing—ensuring a seamless handoff to the Account Management or Sales Partner team. Territory Planning & Market Insights Analyze market data and competitor activity to identify emerging opportunities and refine territory strategy. Leverage data insights to prioritize leads and allocate time effectively for maximum revenue impact. Provide regular updates and reports on progress toward acquisition goals, market dynamics, and competitive intelligence. Core Activities Maintain an active prospecting cadence through calls, emails, and in-person visits to generate qualified leads. Utilize CRM to track sales activities, pipeline metrics, and opportunity stages with accuracy and timeliness. Collaborate cross-functionally to ensure smooth onboarding of new clients and a high-quality initial customer experience. Attend industry events, trade shows, and networking opportunities to expand professional connections and brand awareness. Contribute to team meetings and growth initiatives by sharing best practices and success stories. Success Indicators Demonstrated success in meeting or exceeding new business acquisition targets. Proven track record in prospecting, lead qualification, and closing new accounts. High level of proficiency using CRM software (Salesforce preferred) for pipeline management and forecasting. Strong presentation, communication, and relationship-building skills with key decision-makers. Ability to work independently while collaborating effectively across teams. Willingness to travel as required within the assigned territory.

Requirements

• Demonstrated success in meeting or exceeding new business acquisition targets.
• Proven track record in prospecting, lead qualification, and closing new accounts.
• High level of proficiency using CRM software (Salesforce preferred) for pipeline management and forecasting.
• Strong presentation, communication, and relationship-building skills with key decision-makers.
• Ability to work independently while collaborating effectively across teams.
• Willingness to travel as required within the assigned territory.
• Bachelor’s degree in business, marketing, or a related field preferred.
• Equivalent sales experience will be considered.
• 3+ years of experience in sales and business development including new business sales

Nice To Haves

• Background in education sales, B2B sales, or franchise-style partner management a plus.
• Familiarity with consultative selling, solution-based sales techniques, and long-cycle deal management.

Responsibilities

• Develop and execute a strategic prospecting plan targeting high-value schools, districts, and organizations.
• Identify and qualify leads through research, outreach, and networking to create a robust new business pipeline.
• Deliver consistent results against monthly, quarterly, and annual sales goals for new account acquisition.
• Collaborate with Sales Partners to transition qualified leads into long-term partnerships.
• Maintain a strong understanding of Herff Jones products, services, and competitive differentiators to communicate value effectively.
• Use CRM tools (Salesforce) to track leads, manage opportunities, and ensure accurate forecasting.
• Build and nurture relationships with key decision-makers through email campaigns, phone outreach, social media engagement, and event participation.
• Execute targeted campaigns and follow-up strategies to convert marketing-generated leads into active opportunities.
• Partner with internal marketing and product teams to provide feedback on lead quality, market trends, and customer needs.
• Conduct discovery meetings to understand customer goals, challenges, and decision-making processes.
• Present tailored solutions that demonstrate the value and ROI of partnering with Herff Jones.
• Manage the full sales cycle for new customers—from initial contact through contract signing—ensuring a seamless handoff to the Account Management or Sales Partner team.
• Analyze market data and competitor activity to identify emerging opportunities and refine territory strategy.
• Leverage data insights to prioritize leads and allocate time effectively for maximum revenue impact.
• Provide regular updates and reports on progress toward acquisition goals, market dynamics, and competitive intelligence.
• Maintain an active prospecting cadence through calls, emails, and in-person visits to generate qualified leads.
• Utilize CRM to track sales activities, pipeline metrics, and opportunity stages with accuracy and timeliness.
• Collaborate cross-functionally to ensure smooth onboarding of new clients and a high-quality initial customer experience.
• Attend industry events, trade shows, and networking opportunities to expand professional connections and brand awareness.
• Contribute to team meetings and growth initiatives by sharing best practices and success stories.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level